Negotiation Techniques

Develop a structured negotiation method to manage effective negotiations, create value, and improve relationships with suppliers and stakeholders.

Professionisti durante una riunione di analisi e ottimizzazione dei processi Supply Chain

13/11/2026

START DATE

8 hours

COURSE DURATION

9 – 6

ORARI

06/11/2026

REGISTRATION BY

Hybrid

IN THE CLASSROOM AT VIA JAN PALACH, 55, MODENA | REMOTELY ON MICROSOFT TEAMS

Directions

Funding

Courses fundable through Interprofessional Funds

The course can be funded through Funds: please let us know during registration or contact us.

Promotion

−10% on multiple registrations

Applicable for two or more participants from the same company for the same course

Courses are confirmed only upon reaching the minimum number of participants.

Each course adopts the Learning by Doing method, which prioritizes learning through practice.

Who is it for?

For those who want to manage negotiations more effectively

Supply Chain Managers
Purchasing Managers
Purchasing Directors
Buyers
Sales Managers
Sales Directors

Prerequisites

There are no necessary prerequisites.

What you will learn

Techniques and tools for more effective negotiation

You will understand the structure of a negotiation process
You will be able to set up a negotiation strategy consistent with your objectives
You will be able to manage the opening and bargaining phases
You will be able to recognize and address conflict situations
You will be able to use distributive and integrative negotiation techniques
You will be able to apply practical tools to improve negotiation outcomes

Program

Structure and management of the negotiation process

Module 1 Context and negotiation process

Definition of the negotiation process, analysis of its structure, and the main phases characterizing a negotiation.

Module 2 Origin and objectives of negotiation

In-depth study of the origins of negotiation processes and the objectives pursued by the parties involved in the negotiation.

Module 3 Setting the negotiation style

Definition of negotiation style and attitude, with a focus on distributive and integrative negotiation.

Module 4 Preparation and opening of negotiations

Analysis of the negotiator’s dilemma, cognitive pitfalls, opportunistic behaviors, and methods for opening negotiations.

Module 5 Communication, listening, and observation

In-depth study of the communication skills necessary to effectively manage confrontation between parties.

Module 6 Conflict management

Analysis of the differences between divergence and conflict, mediation techniques, and the main types of negotiation conflict.

Module 7 Negotiation strategies and techniques

Application of alternative, distributive, evasive, and integrative techniques, with attention to collaboration and context analysis.

Module 8 Conclusions and practical exercises

Summary of fundamental negotiation principles and operational application through simulations and exercises.

Frequently Asked Questions

FAQ

Is the course suitable for those with little experience?

Yes, the course is designed for both experienced professionals and those wishing to acquire a solid foundation in negotiation.

Does the course have a practical approach?

Yes, the program includes exercises and simulations to practically apply the concepts learned.

Will conflict management be discussed?

Yes, the program delves into conflict dynamics and techniques for effectively addressing them.

Are the learned techniques applicable beyond purchasing?

Yes, the methodologies covered can be used in all professional situations requiring negotiation skills.

Request information

Do you want to improve your negotiation skills?

Contact us to receive the complete course program and discover how to approach negotiations with greater method, awareness, and effectiveness.

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Negotiation Techniques

13/11/2026

8 hours

9 – 6

06/11/2026

Hybrid

Funding

Courses fundable through Interprofessional Funds

Promotion

−10% on multiple registrations

For those who want to manage negotiations more effectively

Prerequisites

Techniques and tools for more effective negotiation

Structure and management of the negotiation process

FAQ

Do you want to improve your negotiation skills?

Complete your skills in purchasing and negotiation

Purchasing Fundamentals

Breakdown Analysis

Negotiation – Collaborative Bargaining

QUICK LINKS